聘！RWS中國(guó)知識(shí)產(chǎn)權(quán)事業(yè)部招聘「銷(xiāo)售經(jīng)理（華北/華東區(qū)域）＋售前解決方案顧問(wèn)」

#本文僅代表作者觀(guān)點(diǎn)，不代表IPRdaily立場(chǎng)#

“RWS是全球領(lǐng)先的知識(shí)產(chǎn)權(quán)、翻譯和本地化及生命科學(xué)語(yǔ)言服務(wù)解決方案提供商。公司始創(chuàng)于1958年，總部位于英國(guó)倫敦，在歐洲、北美、南美、亞洲和大洋洲等地共擁有7500余名員工，是在倫敦證券交易所上市的跨國(guó)集團(tuán)?，F(xiàn)因發(fā)展需求，招聘銷(xiāo)售經(jīng)理（華北/華東區(qū)域）、售前解決方案顧問(wèn)?！?/strong>

來(lái)源：IPRdaily中文網(wǎng)（iprdaily.cn）

提示：“聘”欄目為四二六人才平臺(tái)（426.cn）【人力資源服務(wù)許可證編號(hào)：（粵）人服證字（2022）第0112005723號(hào)】，針對(duì)于企事業(yè)單位、服務(wù)機(jī)構(gòu)、律師事務(wù)所開(kāi)辟的知識(shí)產(chǎn)權(quán)人才專(zhuān)欄，如果您有招聘需求，可將招聘需求發(fā)送至zhaopin@426.cn。

銷(xiāo)售經(jīng)理（華北/華東區(qū)域）2名

崗位職責(zé)：

1.在公司經(jīng)營(yíng)戰(zhàn)略和經(jīng)營(yíng)業(yè)績(jī)目標(biāo)的指導(dǎo)下，制定營(yíng)銷(xiāo)戰(zhàn)略，組織市場(chǎng)銷(xiāo)售推廣工作，通過(guò)達(dá)到或超過(guò)現(xiàn)有客戶(hù)和新客戶(hù)的月度和季度目標(biāo)，推動(dòng)IP解決方案的收入增長(zhǎng)；
2.通過(guò)長(zhǎng)期的合作關(guān)系維護(hù)/發(fā)展現(xiàn)有的客戶(hù)基礎(chǔ)，并建立一個(gè)廣泛的新業(yè)務(wù)機(jī)會(huì)渠道；
3.通過(guò)聯(lián)系營(yíng)銷(xiāo)活動(dòng)、展覽、會(huì)議、研討會(huì)、客戶(hù)咨詢(xún)和在線(xiàn)使用數(shù)據(jù)等產(chǎn)生的新業(yè)務(wù)機(jī)會(huì)線(xiàn)索，作信息需求分析并最大化新的業(yè)務(wù)收入；
4.通過(guò)定期對(duì)新發(fā)現(xiàn)的潛在客戶(hù)進(jìn)行電話(huà)拜訪(fǎng)（Hunting）創(chuàng)造新業(yè)務(wù)機(jī)會(huì)，最大化新業(yè)務(wù)收入；
5.客戶(hù)管理，通過(guò)追加銷(xiāo)售和交叉銷(xiāo)售活動(dòng)實(shí)現(xiàn)收入增長(zhǎng)；
6.與客戶(hù)建立牢固的信任關(guān)系，包括在用戶(hù)、關(guān)鍵聯(lián)系人、經(jīng)理及商業(yè)領(lǐng)導(dǎo)人等多層級(jí)之間建立信任度和信賴(lài)度，以增加收入和銷(xiāo)售機(jī)會(huì)；
7.與總監(jiān)一起制定區(qū)域戰(zhàn)略計(jì)劃，包括收入和解決方案分析、增長(zhǎng)策略、目標(biāo)和實(shí)施計(jì)劃；
8.與內(nèi)部部門(mén)保持有效聯(lián)系，以最大限度增加銷(xiāo)售機(jī)會(huì)，包括服務(wù)（產(chǎn)品）開(kāi)發(fā)，并與現(xiàn)有的以及新的服務(wù)和市場(chǎng)、銷(xiāo)售活動(dòng)保持同步；
9.熟練運(yùn)用CRM管理系統(tǒng)，按照要求更新銷(xiāo)售進(jìn)度報(bào)告和其他公司要求的報(bào)告；
10.通過(guò)競(jìng)品分析確定自身定位與策略；
11.明確自身培訓(xùn)和發(fā)展需求。

任職要求：

1.本科以上學(xué)歷，市場(chǎng)營(yíng)銷(xiāo)、知識(shí)產(chǎn)權(quán)、醫(yī)藥、通信專(zhuān)業(yè)優(yōu)先；
2.5年以上知識(shí)產(chǎn)權(quán)信息/軟件/服務(wù)公司相關(guān)銷(xiāo)售經(jīng)驗(yàn)，具有較強(qiáng)的學(xué)習(xí)能力；
3.有在IP領(lǐng)域銷(xiāo)售解決方案的經(jīng)驗(yàn)，熟悉銷(xiāo)售服務(wù)、工作流程和內(nèi)容技術(shù)環(huán)境者優(yōu)先；
4.具有較強(qiáng)的執(zhí)行力和制定解決方案和策略的能力，以進(jìn)一步加速未開(kāi)發(fā)市場(chǎng)的增長(zhǎng)；
5.有產(chǎn)品演示和銷(xiāo)售演示的經(jīng)驗(yàn)；
6.具備與現(xiàn)有和潛在客戶(hù)建立和維護(hù)關(guān)系的能力；
7.優(yōu)秀的口頭和書(shū)面溝通能力，包括與高管和c級(jí)決策者輕松溝通的能力；
8.具有創(chuàng)造性思維和獨(dú)立決策能力，能夠及時(shí)發(fā)現(xiàn)問(wèn)題并應(yīng)用創(chuàng)造性解決方案的能力；
9.有效的時(shí)間管理能力，能設(shè)定優(yōu)先級(jí)，并能靈活適應(yīng)變化的環(huán)境；
10.能適應(yīng)頻繁出差。

薪資待遇：面議

工作地點(diǎn)：北京或華南地區(qū)

Business Development Manager (North/East)

Responsibilities:

1.Drives revenue growth of IP solutions by meeting or exceeding both existing customer and new logo customer goals on monthly and quarterly basis.
2.To maintain/grow existing customer uplift base through long-term relationship and build an extensive pipeline of new opportunities.
3.To contact new leads generated from marketing campaigns, exhibitions, conferences, seminars, customer enquiry and online usage data, analyse information requirements and maximize new business revenue.
4.To be proactive in the self-generation of new leads to maximize new business revenue through regular calling of newly identified prospects (Hunting).
5.Account management, and growth through upsell and cross-selling activity.
6.Builds strong “trust” relationships with clients, creating trust and confidence at multiple levels, including users, key contacts, managers and business leaders, to increase revenue and sales opportunities.
7.Work with Manager to develop a strategy plan for the region which includes an analysis of revenues/solutions, strategy for growth, objectives and implementation schedule.
8.To liaise effectively with internal departments to maximize sales opportunities, including Product Development, and to keep up to date with existing and new services and marketing/sales campaigns.
9.To maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes.
10.Ensure you have a strong understanding of competitor products and services and how we can successfully position ourselves against them.
11.To take responsibility for identifying training and developmental needs for yourself on an on-going basis.

Requirements:

1.Experience selling in the IP space in a solution sales capacity.
2.Understanding of sales in a service, workflow and content technology environment strongly preferred.
3.Strong execution focuses and ability to develop solutions and strategies to further accelerate growth in untapped markets.
4.A university degree in relevant course work AND 5+ years proven sales experience working for an IP information/software/services company, with a strong aptitude for technology.
5.Experience conducting effective product demonstrations & sales presentations.
6.Ability to build & maintain relationships with existing and prospective customers.
7.Experience working in a team sales environment.
8.Outstanding oral and written communication skills, including the ability to communicate easily & interpersonally with Senior Executives and C-level decision makers.
9.Capable of thinking creatively and making independent decisions.
10.Effective time management skills.
11.Well organized and disciplined with regards to policy, procedure and standards.
12.Can set priorities and be flexible in changing environment.
13.Ability to report and project accurately and according to agreed timeframes.
14.Ability to identify problems and apply creative solutions.
15.Confident, outgoing personality.
16.Heavy travel requirements (approx. 50%).

售前解決方案顧問(wèn)（1名）

崗位職責(zé)：
1.作為知識(shí)產(chǎn)權(quán)檢索和分析行業(yè)專(zhuān)家（SME）有能力展示領(lǐng)域內(nèi)的專(zhuān)業(yè)知識(shí)與解決方案，與客戶(hù)之間建立信任并展現(xiàn)價(jià)值；
2.與銷(xiāo)售團(tuán)隊(duì)緊密合作，通過(guò)高質(zhì)量的探索明確客戶(hù)需求，通過(guò)推薦和展示解決方案為客戶(hù)帶來(lái)價(jià)值；
3.為市場(chǎng)營(yíng)銷(xiāo)和挖掘需求活動(dòng)做出貢獻(xiàn)，例如參加網(wǎng)絡(luò)研討會(huì)和線(xiàn)下展會(huì)，撰寫(xiě)專(zhuān)業(yè)文章和白皮書(shū)，以及支持其他重要的商業(yè)舉措；
4.了解客戶(hù)需求，檢索和分析背景，提供知識(shí)產(chǎn)權(quán)相關(guān)的研究分析；
5.該角色設(shè)立在內(nèi)部銷(xiāo)售團(tuán)隊(duì)，主要聚焦在亞太市場(chǎng)（主要為中國(guó)市場(chǎng)），并需要與國(guó)際團(tuán)隊(duì)保持溝通與合作。

因此，你的職責(zé)包括，但不限于：

（一）技術(shù)/解決方案專(zhuān)業(yè)知識(shí)

1.作為值得信賴(lài)的顧問(wèn)/領(lǐng)域?qū)＜?解決方案專(zhuān)家/SME 持續(xù)建立聲譽(yù)，增加客戶(hù)關(guān)系 ；
2.專(zhuān)業(yè)知識(shí)的廣度——了解給定客戶(hù)群、角色和用例的整個(gè)產(chǎn)品組合中的數(shù)據(jù)、軟件和服務(wù)的潛在連接點(diǎn)和互補(bǔ)優(yōu)勢(shì)；
3.專(zhuān)業(yè)知識(shí)的深度——以有形的、基于價(jià)值的術(shù)語(yǔ)闡明解決方案最相關(guān)的特性、優(yōu)勢(shì)和影響，從而建立利益相關(guān)者的信任和認(rèn)同；
4.競(jìng)爭(zhēng)情報(bào)——了解并能夠?yàn)槲覀兊慕鉀Q方案和能力與競(jìng)爭(zhēng)產(chǎn)品進(jìn)行辯護(hù)。
（二）商業(yè)支持
1.與商業(yè)團(tuán)隊(duì)合作、根據(jù)戰(zhàn)略客戶(hù)計(jì)劃和客戶(hù)機(jī)會(huì)制定和執(zhí)行；
2.商業(yè)前景——專(zhuān)注于為實(shí)現(xiàn)公司的目標(biāo)做出貢獻(xiàn)。
（三）客戶(hù)解決方案和溝通
1.通過(guò)高質(zhì)量的發(fā)現(xiàn)和鑒定確定客戶(hù)需求，包括產(chǎn)品演示；
2.分析需求，設(shè)計(jì)詳細(xì)的解決方案，并以客戶(hù)為中心的方式展示所提出的解決方案的價(jià)值；
3.了解如何針對(duì)不同的客戶(hù)群、場(chǎng)景和人物形象進(jìn)行溝通和介紹，以實(shí)現(xiàn)銷(xiāo)售機(jī)會(huì)。
（四）創(chuàng)造需求
1.參與RFI/RFP與其中所包含的為建立知名度和機(jī)會(huì)的相關(guān)活動(dòng)；
2.開(kāi)發(fā)思想領(lǐng)導(dǎo)力材料，并作為行業(yè)專(zhuān)家參與營(yíng)銷(xiāo)活動(dòng)，以產(chǎn)生銷(xiāo)售線(xiàn)索并建立漏斗的頂端。
（五）銷(xiāo)售機(jī)會(huì)管理
流程思維——在關(guān)鍵的季度、月度和每周的商業(yè)周期內(nèi)工作，使用Salesforce (SFDC)作為組織、優(yōu)化、實(shí)施活動(dòng)規(guī)劃、客戶(hù)互動(dòng)和其他商業(yè)活動(dòng)的關(guān)鍵工具。
（六）商業(yè)促進(jìn)/團(tuán)隊(duì)建設(shè)
1.在全球團(tuán)隊(duì)中識(shí)別、開(kāi)發(fā)和分享最佳實(shí)踐、案例研究和流程改進(jìn)；
2.為產(chǎn)品管理、市場(chǎng)營(yíng)銷(xiāo)和其他跨職能的合作伙伴提供市場(chǎng)和客戶(hù)反饋意見(jiàn)。

知識(shí)、技能和能力要求：
（一）相關(guān)領(lǐng)域和行業(yè)專(zhuān)家
1.較強(qiáng)的知識(shí)產(chǎn)權(quán)行業(yè)背景，熟悉生命周期管理和相關(guān)的工作流程，熟悉和了解知識(shí)產(chǎn)權(quán)行業(yè)相關(guān)檢索和分析項(xiàng)目流程，包括無(wú)效檢索，F(xiàn)TO檢索，新穎性檢索，技術(shù)全景分析，SEP分析，競(jìng)爭(zhēng)對(duì)手分析，對(duì)標(biāo)分析等；
2.具有清晰講解和闡述相關(guān)解決方案價(jià)值的能力；
3.發(fā)表過(guò)與客戶(hù)垂直和領(lǐng)域相關(guān)的研究報(bào)告者優(yōu)先考慮。
（二）咨詢(xún)和問(wèn)題解決
1.強(qiáng)大的問(wèn)題解決和分析能力；
2.有能力 "說(shuō)客戶(hù)的語(yǔ)言"，并將RWS術(shù)語(yǔ)和概念翻譯成能向客戶(hù)展示價(jià)值的術(shù)語(yǔ)；
3.優(yōu)秀的英文和中文口頭/書(shū)面交流、演講和面向客戶(hù)的技能。
（三）團(tuán)隊(duì)精神和協(xié)作
1.積極主動(dòng)的心態(tài)和按優(yōu)先級(jí)工作的能力；
2.出色的時(shí)間管理技能，適應(yīng)快節(jié)奏、動(dòng)態(tài)的工作環(huán)境；
3.能夠遠(yuǎn)程、跨職能、跨文化工作；
4.與關(guān)鍵利益相關(guān)者建立牢固的內(nèi)部和外部關(guān)系；
5.以客戶(hù)為中心，可靠的持續(xù)交付。

任職要求：
1.具備本科及以上學(xué)歷，工程、科學(xué)或法律相關(guān)專(zhuān)業(yè)優(yōu)先；
2.5年以上領(lǐng)域經(jīng)驗(yàn)，最好同時(shí)具有客戶(hù)和供應(yīng)商方面的經(jīng)驗(yàn)；
3.熟悉和了解知識(shí)產(chǎn)權(quán)行業(yè)相關(guān)檢索和分析項(xiàng)目流程，包括無(wú)效檢索，F(xiàn)TO檢索，新穎性檢索，技術(shù)全景分析，SEP分析，競(jìng)爭(zhēng)對(duì)手分析，對(duì)標(biāo)分析等；
4.流利的英語(yǔ)口語(yǔ)與書(shū)面溝通能力；
5.有解決方案咨詢(xún)/行業(yè)專(zhuān)家經(jīng)驗(yàn)者優(yōu)先；
6.有專(zhuān)利代理人資質(zhì)者優(yōu)先。

Research Solution Consulting

Job Summary:

1.A subject Matter Expert (SME) who can demonstrate domain expertise and solution knowledge that builds trust and demonstrate value to customers.

2.Work closely with the sales team, identifying client needs/objectives through high-quality discovery. As a Solution Consultant you will recommend and demonstrate relevant solutions that deliver value for our customers.

3.Contribute to marketing and demand-generating activities, such as participating in webinars and conferences, writing blogs and white papers, and supporting other critical commercial initiatives.

4.Understand client requirements and technology background to provide IP related research / analysis.

5.This role will have a primary focus on the APAC (especially China) market within the Inside Sales customer segment; but as part of a global team you will be expected to collaborate and contribute best practices across the team.


As such your responsibilities include, but are not limited to:

1.TECHNICAL / SOLUTION EXPERTISE
Bring and continuously build a reputation as a trusted advisor and domain/solution expert/SME that will help strengthen customer relationships and Breadth of expertise - understand the potential connection points and complementary benefits of data, software, and services from across the entirety of portfolio for the given customer segments, personas, and use cases.

Depth of expertise - articulate a solution’s most relevant features, benefits, and impact in tangible, value-based terms that build belief and buy-in from stakeholders.

Competitive intelligence–understand and be able to defend our solutions and capabilities against competitive offerings.

2.COMMERCIAL PARTNERSHIP
Partner with commercial teams to build out and execute against strategic account plans and customer opportunities.
A commercial outlook – focused on contributing to meeting the Company’s goals.

3.CUSTOMER SOLUTIONING AND COMMUNICATION
Identify customer needs through high quality discovery and qualification, including product demonstrations.
Analyse needs, architect detailed solutions, and demonstrate the value of the proposed solutions in customer-centric terms.

Understand how to tailor communications and presentations to various customer segments, scenarios, and personas in order to drive deals through the pipeline.

4.DEMAND GENERATION
Develop thought leadership materials and participate as an SME in marketing campaigns required to generate leads and build the top of funnel.

Contribute to RFI/RFP responses and the activities required to build awareness and opportunity to be included/identified for RFI/RFP submissions.

5.PIPELINE MANAGEMENT
Process-mindset: Work within the key quarterly, monthly, and weekly business cycles, using Salesforce (SFDC) as a key enabler to organize, prioritize, and capture activity planning, client interactions, and other commercial activities.

6.COMMERCIAL ENABLEMENT / TEAM BUILDING

Identify, develop, and share best practices, case studies, and process improvements across the global team.

Provide market and customer feedback to Product Management, Marketing, and other cross-functional partners.

Knowledge, Skills, and Abilities Required:

1.DOMAIN & SUBJECT-MATTER EXPERTISE

Strong background in IP intelligence, lifecycle management, and associated workflows, software/systems (e.g., IPMS)
Ability to clearly explain and articulate the value of relevant solutions.

Published research relevant to the customer vertical and domain is a plus.

2.CONSULTING & PROBLEM-SOLVING

Strong problem solving and analytical skills.

Ability to “speak the customer’s language” and translate RWS terminology and concepts into terms that will demonstrate value to them.

Excellent English and Chinese oral/written communication, presentation, and customer-facing skills

3.TEAMWORK & COLLABORATION

Proactive mentality and ability to prioritize.

Outstanding time management skills and comfortable working in a very high-pace, dynamic environment
Ability to work as part of and with remote cross-functional and cross-cultural teams.

Build strong relationships internally and externally with critical stakeholders.

Customer-centric with a track record of consistently delivering on commitments.

Qualifications:

1.Bachelor’s Degree in a relevant technical field, such as engineering, science or law
2.Minimum of 5 years of domain experience, ideally both in client and vendor
3.Familiar with IP industry related search and analysis project process, including invalid search, FTO search, novelty search, technology landscape analysis, SEP analysis, competitors analysis, benchmarking, etc.
4.Fluent in written and verbal communication in English is a requirement.
5.Previous solution consulting / SME experience is a plus.
6.Patent agent is a plus.

公司簡(jiǎn)介

RWS是全球領(lǐng)先的知識(shí)產(chǎn)權(quán)、翻譯和本地化及生命科學(xué)語(yǔ)言服務(wù)解決方案提供商。公司始創(chuàng)于1958年，總部位于英國(guó)倫敦，在歐洲、北美、南美、亞洲和大洋洲等地共擁有7500余名員工，是在倫敦證券交易所上市的跨國(guó)集團(tuán)。RWS中國(guó)公司成立于2006年，在北京、西安、日照等地設(shè)有辦公室，主要從事專(zhuān)利多語(yǔ)種翻譯、專(zhuān)利提交、專(zhuān)利生效、年費(fèi)管理、專(zhuān)利檢索與信息服務(wù)等。公司服務(wù)客戶(hù)遍布全球，包括世界500強(qiáng)企業(yè)以及國(guó)內(nèi)外知名律所，領(lǐng)域橫跨諸多行業(yè)。通過(guò)遍布全球的翻譯、檢索和技術(shù)等專(zhuān)家團(tuán)隊(duì)的不懈努力與緊密協(xié)作，RWS以專(zhuān)業(yè)的內(nèi)部團(tuán)隊(duì)和頂尖的服務(wù)質(zhì)量譽(yù)滿(mǎn)業(yè)界。

（原標(biāo)題：聘！RWS中國(guó)知識(shí)產(chǎn)權(quán)事業(yè)部招聘「銷(xiāo)售經(jīng)理（華北/華東區(qū)域）＋售前解決方案顧問(wèn)」）

來(lái)源：IPRdaily中文網(wǎng)（iprdaily.cn）

編輯：IPRdaily趙甄          校對(duì)：IPRdaily縱橫君

注：原文鏈接：聘！RWS中國(guó)知識(shí)產(chǎn)權(quán)事業(yè)部招聘「銷(xiāo)售經(jīng)理（華北/華東區(qū)域）＋售前解決方案顧問(wèn)」（點(diǎn)擊標(biāo)題查看原文）

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